How I Added $4m Sales Volume In My First Year With Platform

Carol Shutt: Just the other day, I met a lady at church. She had seen the listing video that had just posted and she just started talking about real estate. It was really cool. She knew who I was. I didn't even have to introduce myself. 

Tim Chermak: This is The Platform Marketing Show, where we interview the most creative and ambitious real estate agents in the country, dissect their local marketing strategy, and get the behind the scenes scoop on how they're generating listing leads and warm referrals. We'll dive into the specifics of what marketing campaigns are working for them, how much they're spending on those campaigns, and figure out how they have perfected what we call The Platform Marketing Strategy. This is your host, Tim Chermak. I'm the founder and CEO of Platform. I love marketing and I talk too much, so let's dive in. 

Tim Chermak: Hey guys, it's Tim Chermak. Welcome back to another episode of The Platform Marketing Show. I'm joined today with Carol Shutt. Carol is a realtor in Alabama, near Decatur, Alabama, kind of near Huntsville, right? 

Carol Shutt: Correct, yes. 

Tim Chermak: Carol started with the Platform Marketing program in early 2022. At the point that we're recording this episode, Carol has worked with Platform for just about one year. We're coming up on 12 months here. 

Carol Shutt: Yes. 

Tim Chermak: Carol, when you first signed up, you were telling me that where your business was before was actually around $6 million in sales volume. In your very first year with Platform, you actually grew from $6 million to $10 million. 

Carol Shutt: Correct. I did. 

Tim Chermak: Going from $6 million to $10 million, that's impressive, but I think it's even more impressive that you did that in the year 2022. The year 2022 was obviously very difficult for real estate agents across the country. It didn't matter how experienced of an agent you were, it didn't matter how large of a book of business or a sphere of influence you had when mortgage rates essentially triple in a period of six months. It was just a tough year for realtors. 

Tim Chermak: I know in many markets across the country, transaction volume was down by 30%, sometimes even 40%. There was just objectively fewer homes being bought and sold in 2022 because so many buyers were afraid of paying the interest rates. They literally couldn't afford the mortgage payments with where interest rates were. The fact that in the midst of all that economic chaos and confusion in this down real estate market, your business didn't even stay the same. You actually grew your business from $6 million to $10 million. That's pretty cool. How did you first hear about Platform, Carol? 

Carol Shutt: It was a Facebook ad and I’d sent the little note to get your free book, so I read your book, The Hanging Fruit. 

Tim Chermak: Yep, High Hanging Fruit. Okay. I actually remember you worked with Platform, what is it now, five years ago, for a very brief time. I think you were with us for a couple months doing the Platform strategy in 2018. 

Carol Shutt: Yes, I was. 

Tim Chermak: You ended up actually leaving real estate. You took a full-time job at a really large company in your area because you just decided, “Hey, maybe I'm not gonna be a realtor.” You had mentioned to me that it was six months later or something like that, someone contacted you and wanted to buy a house or sell a house. What was the story there? How did that happen? 

Carol Shutt: I was still a realtor, I was just doing it part time. A lady reached out to me and she wanted me to come list her house and help them find a house. It was pretty cool. I was like, “Oh wow, that really worked.” I had made the calls for about two months and just focused on my new job and then got that phone call. I knew that it worked. 

Tim Chermak: You would really only use the Platform system for a couple of months and then you decided, “You know what? I don't know if I want to be a full-time realtor. I'm going to go get a job and I'm going to keep my license and just sell part-time.” A couple months after you made that decision, a list-buy combo comes, and it came from one of your Platform ads. I'm sure that you were thinking, “Wow, this Platform thing actually worked. I maybe didn't just give it enough time to really see the results come in.” That was back in 2018. Now, as we're recording this, it's crazy saying that out loud that 2018 was five years ago. That's weird. In my mind, I think of 2018 as being two years ago, but okay. That was five years ago now. 

Tim Chermak: Just last year, you decided to come back to Platform. You signed up, went all in, you've now been with it for 12 months now. Your business has grown from $6 million to $10 million, which I think is super cool because it's right around that point, I've been saying this consistently ever since we started Platform, that when your business goes from $3 million to $8 million or from $4 million to $8 million or from $5 million to $10 million, in that range where you're making that leap from making right around $80,000 to $100,000 a year and getting to the point that you're going from, let's say $100,000 a year to more like $200,000 a year plus in your GCI, right in that range, that changes you and your family's life. 

Tim Chermak: Now, most of your household expenses and just your everyday bills are paid for with $100,000 of GCI, like your mortgage or your car payments or your groceries, your utility bills, all that stuff, that's covered in the $100,000. It's not like when your GCI goes from $100,000 to $220,000 that your mortgage payment triples or that your utilities become more expensive or something like that. All of that difference essentially becomes disposable spending money. For many, many families, that's the difference between living a comfortable middle-class life and living a little bit of feeling wealthy. Now, it's like, “Hey, we have an extra $10,000 a month we didn't have before. We can go out to eat more,” or “I can buy a newer car,” or “We can take more vacations,” or “We can pay to put our kids through school,” or whatever. That is life-changing money. 

Tim Chermak: If a realtor comes to Platform and they're already selling $15 million a year in sales volume and we help them get from $15 million to $21 million or something like that, that's still super cool. It's still growth, but it's not radically changing their life because they were already doing pretty well if they were selling $15 million or whatever plus. 

Tim Chermak: I love these success stories where someone goes from $4 million to $8 million, or in your case, you went from $6 million to $10 million. I bet this year you're going to go way beyond $10 million. If you managed to sell $10 million in 2022, 2023 is going to feel easy to you with just how much better the market is gonna be this year. That's super cool that you've made that leap because your GCI at $10 million is, well, actually, what would your GCI be at $10 million? $250,000? Something like that? 

Carol Shutt: It was $202,000. 

Tim Chermak: $202,000? Yeah. I guess you have to factor in broker splits and all that fun stuff. 

Carol Shutt: Yeah, that's true. 

Tim Chermak: That's phenomenal. When you look back at the last 12 months, what do you feel have been the most important ads in terms of what brought in business that closed? I know that you can look back and you can probably track this transaction came from Platform or that lead came from Platform. What are the ads that you think are the most effective for you right now that are actually generating these closings? 

Carol Shutt: Probably the listing videos. I had people comment on those. Just the other day, I met a lady at church. She had seen the listing video that had just posted and she just started talking about real estate. It was really cool. She knew who I was. I didn't even have to introduce myself. I've never had that happen before. It was strictly from her watching that video. 

Tim Chermak: Awesome. That's exactly what we want to hear. I think one of the cool things about the Platform Marketing strategy is that even if you were good at sales, even if you consider yourself a very good salesperson or, “I'm very persuasive” whatever, Platform allows you to not have to be so salesy all the time. If people are seeing the videos and seeing your ads, they'll come to you. They'll be like, “Oh, I saw this,” and then it doesn't feel like you have to cold call people as much because they'll come to you. You mentioned, “Hey, a lady walked up to me at church basically and said, ‘I saw your video,’ and started talking about real estate.” That's awesome. That's definitely a very actionable tip for anyone listening, is don't sign up for Platform and then not do listing videos. You're missing out on a huge part of it. 

Carol Shutt: That was a borrowed listing.

Tim Chermak: Oh, it was? Okay. That's another tip. She said it's a borrowed listing. What we mean at Platform when we say borrowed listing is that it doesn't matter if you don't have listings of your own right now. The last couple of years, especially it's been such a low inventory market across the country, that there's probably a very good chance at any given time that you as a realtor don't have any listings because it's such a low inventory. That doesn't mean other agents in your market don't have listings. You can always contact them and be like, “Hey, can I film a video promoting your listing? I'll give you the credit,” but it's going to be you on camera giving a tour of the house.

Tim Chermak: What we know is that when people see those videos, they watch the video, even if the ad clearly states in the text somewhere that this listing is courtesy of Bob Smith or whatever, no one remembers that. If they're seeing Carol on video showing the house, they just subconsciously assume it must be Carol's listing. That's awesome. The story you just said of this person who walked up to you at church and they're like, “Oh, I love your recent listing,” they didn't even realize that’s technically, legally not even Carol's listing, it’s just one of the videos that Carol made. 

Carol Shutt: She asked me if it had sold yet. She said, “How many buyers do you have?” I said, “It's a great house. I've got a lot of people interested.” 

Tim Chermak: Exactly. Technically not even your listing. 

Carol Shutt: No, and I do have a lot of people interested.

Tim Chermak: How many leads would you say you've generated total in the last 12 months of all the homeslist ads we've had running and all the lead generation? Do you know? 

Carol Shutt: I have no clue. 

Tim Chermak: It's probably over a thousand, maybe even a couple thousand. 

Carol Shutt: We just ran a new ad where I was actually in the picture. It was a local sign that everybody would recognize and I'm getting about 10 per day. I've never had that many. It's crazy. I can't keep up. 

Tim Chermak: 10 leads a day. 

Carol Shutt: Yes. I know. We should have done that a long time ago. It's cool. They recognize the sign and I'm standing by the sign. 

Tim Chermak: Especially, again, just for context because I don't know if someone's going to listen to this podcast episode in six months or nine months, whatever, but when we're recording it, it's February 2nd today. She's in Alabama, in Northern Alabama, and so if you're getting 10 leads a day in February, when by no means, it's not the spring selling season yet. It's not the time of year where buyers are out looking at houses. It's the slow time of year for you. 

Tim Chermak: Actually, currently, as we're recording this, there's an ice storm across the entire Southern United States, and you have 10 people a day opting in, that tells me you are going to have, Carol, a monstrous spring summer when the weather warms up and the real estate market picks up like it does every year in the spring and summer. If you're already getting that much activity on your marketing campaigns and we’re only in February, I think you're in to have a pretty good year. 

Carol Shutt: It's gonna be crazy. I met two new clients this week, both Platform leads. 

Tim Chermak: Really? Okay, where did those come from? 

Carol Shutt: One of them was my acreage ad and the other one was Priceville, which is a very popular school district. 

Tim Chermak: For those listening again, maybe you're not familiar with some of the ads we like to run at Platform. One of my favorites is the acreage ad, we call it the acreage homes report. It's essentially a free list of homes we'll send to people in your area if they click and request it and give us their contact information so we know where to email the list. It's basically saying, “Hey, I'll send you a list of all the homes for sale in a certain area that have at least one acre of land.” 

Tim Chermak: We know that the type of person who's going to request that link probably has a higher budget than the average person in your area if they want to buy something that has at least an acre of land. Just statistically, they're probably not a first time home buyer. Some of them might be, certainly, but just statistically, if you're buying a home on five acres or 10 acres or frankly, even one or two acres, you're probably not a first time home buyer. 

Tim Chermak: Often, what we find out is that “Yeah, I want to get more information about this listing, has a couple acres, and I also have a home to sell,” because they maybe bought a starter home five years ago, 10 years ago and they're looking to finally make that move. How many times does that happen to you where you had a lead come in and you found out it's also a listing lead? 

Carol Shutt: Probably three or four times or more. I have one that when I first signed up last year, I had a immediate cash sale, which was cool, and then they're prepping to sell. I'll be selling their house probably sometime this spring because they bought a home and flipped it, and so they'll be selling. Probably at least four families or more. 

Tim Chermak: It looks like a buyer lead when it comes in through Platform. You're like, “Oh, cool, a buyer lead,” and then you start talking to them and it turns out it's a buyer and a listing lead, so I'm really getting potentially two commissions for the price of this lead. That's how you want to build your business, obviously, is building a listing pipeline. Awesome. Beyond the listing videos, what are some of maybe your specific favorite retargeting ads that you've run where people just said, “Hey, I saw this post. I loved it,” whether it was a photo or a video?

Carol Shutt: Probably the Ducks in a Row. That was a good one, and then the mullet. 

Tim Chermak: The mullet ad, yeah. That's a relatively new one that's been a fan favorite with the clients. It's an ad that we came up with where we basically tell you go order a mullet wig from Amazon or whatever and throw some cool 1980s shades or something, just get an 80s look, it's a mullet. 

Tim Chermak: What the ad copy of the ad says is, “Mullets are back. You know what's also back is seller concessions and closing costs negotiation and financing contingencies,” all the things that basically just fell off the face of the earth in 2020, 2021 when we were in such a seller's market. All these things that are normally present in a balanced market of doing an inspection and having a negotiation over “Are you gonna fix this?” or frankly, having contingent offers at all, that just didn't happen basically in 2020, 2021. 

Tim Chermak: We wrote this sarcastic ad talking about mullets are back and what's also back is all these things that have been just missing from the real estate market the last couple of years. It's just a fun way to visually grab people's attention by a photo of you wearing a mullet because anyone who recognizes you are like, “Wait, what? Carol grew a mullet?” It just gets people talking and it's a great way to grab their attention because probably not what they were expecting to see when they opened Facebook that day and loaded it up to see a picture of Carol with a mullet. 

Carol Shutt: Actually, Joe put it on and I was standing beside him. It looked ridiculous on me. 

Tim Chermak: It'll probably look ridiculous on anyone. We actually have some clients that are pretty convincing. “You know what? You could have fooled me that that's your real hair.” I think I'm going to have to make a retargeting ad for Platform where I just take maybe five or six of my favorite mullet photos and I'll make that an ad for Platform. Platform is helping bring mullets back. 

Tim Chermak: Cool, so you mentioned the Ducks in a Row video. For someone listening to this, let's just say they don't really know anything about the specifics of Platform, but they're looking to get some marketing advice so they can grow the real estate business, would you mind explaining what is the Ducks in a Row video? What do you mean when you say the Ducks in a Row video? 

Carol Shutt: Just different description. I can't remember what I said, tossing the duck and you say something each time. I don't remember what it was about, honestly. It was so cute and we were laughing. That's what brought the attention. 

Tim Chermak: The script is, again, I can't remember it word for word either, but basically, someone off camera tosses you a rubber duck and you are saying, “Hey, I'm a realtor. I can help you get your ducks in a row.” Things like staging your property to sell, things like marketing your home, and then someone tosses you a duck. It's just a visual way to grab people's attention like I'm helping you get your ducks in a row. 

Tim Chermak: As you said, almost everyone who films it almost ends up being a giant blooper because you're dropping the ducks or people are laughing. It's very casual and fun. I think subconsciously what's going on in that ad that people seem to enjoy so much is that you're proving that I'm just a casual person. I don't take myself too seriously. I obviously take my real estate, negotiating, and all that seriously, but if you work with me, I'm not someone who isn't afraid to have fun. I'm gonna be fun to work with. 

Tim Chermak: I think people want a realtor like that. They don't want to necessarily work with someone who shows up in a three piece suit and thinks they're more important than they actually are. It's like, “Hey, I'm a professional, but I also know how to have fun.” I think that results in more referrals over the long run too because people want to refer people to someone that they feel is relatable. A lot of clients have told us over the last couple of years that ad is one of their favorites because it's just fun.

Carol Shutt: Also the ones that are informative, like the ones about the rate buy down. I had a lady stop me at a restaurant the other day, and she's a friend, and she says, “Carol, just keep posting these videos. They're so helpful. We're getting ready to buy a house. I just love all of them.” It was really cool. 

Tim Chermak: She actually feels like by following you on Facebook and seeing your Platform retargeting ads, she's actually learning something about the market and they're educational. 

Carol Shutt: Very much. She was thankful, so I thought that was neat. 

Tim Chermak: It's such a fundamental marketing strategy, but I think a lot of marketing companies forget this, that yeah, it's fun every now and then to entertain or make people laugh or whatever with ads, but if your advertising isn't also substantive and if it's educational and you're teaching people something and you're proving your expertise by putting substance into the ads, it's like, “I'm not just telling you I'm smart. I'm not just telling you I'm an expert about real estate. I'm gonna demonstrate that by teaching you a lesson here about here's how rate buy downs work. Here's what we expect interest rates to do. Here's what this means, this concept that maybe you've heard and you don't know.” It's educational marketing that it allows you not to brag about yourself, but via the act of teaching these concepts, it's just implied that Carol's really smart when it comes to real estate. You would probably wanna work with someone like her who is teaching all these concepts. 

Carol Shutt: It's been great, just the comments I get out of the blue. 

Tim Chermak: We always try to mix in a good percentage of the ads. They're not funny, they're not cute, they're not clever, they're just straight up educational. That's what makes the funny ones stand out when we mix in a funny ad like the Ducks in a Row every now and then. It's unconventional and surprising. If they're used to seeing more educational ads from you, that's what makes those ads stand out. 

Tim Chermak: It sounds like you have a pretty good mix of everything. You've got the Ducks in a Row, you've got the listing videos going out, you've got these educational ads. Let me ask you a question, what is an ad that you haven't done yet, but maybe you've seen another Platform agent do or an ad that you're excited to do, but you haven't done yet? 

Carol Shutt: I still gotta do the 80s windsuit, and I need to do the one where you're pulling a suitcase by the town sign. I haven't done that one yet. 

Tim Chermak: That ad always gets a ton of engagement. What these two ads are, as she mentioned the 80s windsuit, basically, you order an 80s windbreaker suit and it just looks very stereotypical cliche 1980s. What the ad copy says is, basically, “Reasons you should pick Carol as your real estate agent: I'll fight harder for you than people fought against wind in the 1980s.” 

Tim Chermak: The other ad you mentioned was the suitcase ad. We basically just call it the suitcase ad. You go to your town sign, those signs on the side of the road, “Welcome to Decatur,” or welcome to wherever, and you're pulling a suitcase. It's as if you're walking on the side of the road with a suitcase visually implying you're moving to town with everything you own. What we do, the ad copy is five reasons or eight reasons to pack your bags and move to Decatur or move to Huntsville. It just lists off a bunch of reasons that people love living in a certain area. 

Tim Chermak: Obviously, every town is gonna be different. Decatur, Alabama might have five completely different reasons than San Antonio, Texas, which has completely different reasons from Wichita, Kansas or whatever. We work with you to develop what is the ad copy, what are those things? Is it great schools? Is it affordable cost of living, affordable housing? Is it great access to nature nearby, parks or trails for biking? Is it that there's lots of locally owned small businesses and restaurants and a great local culture there? Whatever, we will figure out what are the reasons people love living there, write ad copy around it. 

Tim Chermak: What happens almost every time that we launch that ad is debates start happening and people are arguing in the comments, which just further fuels the engagement of the ad, which makes it rank even higher. It makes it pop up in more people's news feeds because people start arguing, “Whatever, I'd rather live in Huntsville than Decatur,” or “I would rather live in St. Petersburg than in Tampa.” People start debating in the comments, “This school district is better than that one,” or “I'd rather live on this side of the boundary than that.” 

Tim Chermak: The point is people are passionately sharing their opinion and it just further fuels the engagement that this ad gets, which gives you more exposure. Every person where this ad starts popping up in their news feed, as it goes locally viral, it's coming from Carol Shutt's Facebook page. You are the one benefiting from all that extra engagement and exposure. 

Tim Chermak: Again, it works because it's educational. You're sharing actual reasons that people love moving to the area. I think people who already live there like to debate and get into arguments about it, but people that don't yet live there but are thinking of moving there, they actually find the post really educational because maybe they didn't know you have amazing local schools, or maybe they didn't know that there's tons of mountain biking trails or a local park system or whatever. Each town's gonna be different, obviously. That's actually one of my favorite ads. Every client we do it for gets loads of engagement. We have several clients who have gotten hundreds and hundreds of comments on that post because people just go in and share their opinion.

Carol Shutt: I did a comparison of barbecue stuffed potatoes. That one, I think we did it in October, is still getting comments about stuffed potatoes because it's a popular thing in Alabama, anything barbecue. 

Tim Chermak: Okay, I'm totally confused now, so you'll have to elaborate on this. Stuffed potatoes? 

Carol Shutt: It's a large potato and it's stuffed with butter, sour cream, cheese, and then you can get smoked chicken, smoked turkey, beef brisket on top of it. Each restaurant will have their version of white sauce that you put on it. There's five restaurants that people keep commenting, “No, this one's the best. This one's the best and why.” It's still going. It's crazy. 

Tim Chermak: That's just a video that you're the host of. You're saying, “Hey, you can get it here.” Again, when it pops up in someone's newsfeed as a retargeting ad, it's not really an ad about Carol at all. It doesn't look like a salesy ad for you as a realtor, but it's technically coming from your page. When people are commenting and all that, they're boosting your brand and your engagement in the community because it's on your page. That's where this ad is. 

Carol Shutt: I just compare two potatoes. After the comments, I had to go back and I had to go try another one cause I haven't tried it, so then I commented on the third one. It's really cool. 

Tim Chermak: How much have you noticed over the last year that you seem to be getting more referrals and more just engagement from your sphere who already knew you? People who already know you maybe you're staying more top of mind with them because of these ads you're putting out there. 

Carol Shutt: It's a lot. Just last night, I was sitting in church and we were in class. We were getting ready to leave and one of the guys says, “What are these interest rates doing right now?” Nobody would have ever asked me that before, but they all see everything I'm doing on Facebook. We're all Facebook friends. I would never bring it up because I just don't if I'm sitting in church, but they just started talking. We were members of rotary, so a guy in there, he says, “I see your Facebook. I know who you are,” before I ever even knew who he was. It's happening a lot. 

Tim Chermak: When people see you, they're, “Oh, that's right, Carol. Yeah, she's a realtor. She's an expert.” Immediately, before you even have a conversation, you're entering that relationship already positioned as an expert. They think you're the local expert on real estate. 

Carol Shutt: Yes, it's crazy. The lady that I met two weeks ago at a different church, she talked to me at first. She came back that evening and she sat behind me and she just talked for about 30 minutes about houses. 

Tim Chermak: That's awesome. 

Carol Shutt: I know. I'm like, “Okay.” I never would have engaged that conversation myself, but she did it.

Tim Chermak: Again, that means that they really view you as the expert. It's not like you were bringing up real estate and trying to awkwardly force it into a conversation. They're actually coming up to you and initiating a conversation about interest rates or real estate because there's, “Oh, that's Carol. Yeah, she's the expert realtor. I see her all over social media.”

Carol Shutt: Yes. I would never bring that up. That's just not me. I'm there to go to church. If somebody asks me, then of course I'm gonna talk, but that's just not my personality. 

Tim Chermak: Carol, that's why I'm so excited for you in 2023. If you grew from $6 million to $10 million in 2022, a lot of the sales I'm guessing happened in the summer because a lot of the marketing you did early on didn't really have a chance to kick in and see the results until the summer. Now, this year in 2023, you're going to be able to cultivate and convert essentially all the leads you've been generating over the winter, even going back to November, December, January of this year. You've got this huge pipeline that's been snowballing that you will get to cultivate and close hopefully this spring and summer. That's something that you really didn't have last year because you started Platform in February and yet you still sold $10 million last year when the previous year was $6 million. You're going to have a phenomenal year here in 2023. I'm just really excited for you. I'm sure that you're going to sell a lot more than even $10 million this year. 

Carol Shutt: I'm excited. I really am. I actually had seven Platform closings last year, my first year. 

Tim Chermak: Again, you signed up in February, so you basically really didn't get started with converting leads probably until March, which is already the third month of the year, and you had seven closings you can directly attribute to Platform last year. That's awesome. Again, I'm just excited for 2023 for you because it's gonna be better. 

Carol Shutt: Not only that, it's the relationships. These people, I have made some great friends. It's not like I just closed their house and don't see them again. I stay in contact with them. It's a blessing. It really is. 

Tim Chermak: That's what results in the long-term referrals, is you staying in touch and actually maintaining that relationship. They're a lot more likely to tell their friend or their neighbor or their cousin that, “Hey, if you're thinking about selling your house, you've got to work with Carol.” Great. Carol, the last question I like to ask is if someone had recently signed up for Platform and they're maybe in their second or third month, or maybe in their sixth month and they haven't yet really seen a lot of results yet, what would you tell them to encourage them? 

Tim Chermak: Again, you signed up for Platform actually, originally, it was five years ago. You only stuck with it for two months, and then you left because you're like, “I don't know if I'm gonna do real estate full time,” and you ended up getting a job. Now, you've experienced what it did to your business when you stuck with it for an entire year. Now, you're rolling into your second year right now. With that experience and that perspective, what would you tell someone who recently has signed up but they haven't yet seen the results kick in yet? 

Carol Shutt: Most of the ones that I've converted pretty easily, as soon as I get a response from the text, I will call them that day if I can. I think that makes the biggest difference because I'm still top of their mind. If I wait a few days, they still know who I am, I've never had that before with any other lead service, but it's helpful to go ahead and just make that initial call as soon as you can and get that conversation started, get them set up on an MLS drip or whatever they're looking for. In that way, they're seeing you on Facebook and then they're also getting emails with homes, whatever their preference is. 

Tim Chermak: Really, it's just speed to lead. If a lead comes in today, call them. Don't wait for a couple of days to call them. Okay, awesome. Carol, thank you for coming on the show. This was great. I actually didn't realize you'd had that many closings directly attributable to Platform just in the last 12 months. 

Carol Shutt: Pretty amazing.

Tim Chermak: Yeah, it is. Again, that was in the toughest year for realtors in probably 15 years. The year 2022 is probably the hardest year for real estate agents going back to 2008. For you to have grown your business from $6 million to $10 million in such a hard year, that's what makes me so encouraged and so excited for you that 2023 is going to be like a cakewalk compared to that. Your business is going to go far beyond $10 million in the future. I'm just really authentically excited for you. It's going to be great. Carol, thank you for your time. For all of our listeners, thank you for joining us for another episode of The Platform Marketing Show.